Many tech vendor sales leaders underestimate the impact of industry analysts on their revenue stream—until a critical deal reveals their presence.

This Destrier client advisory concerns industry analysts influencing big-ticket tech buying decisions. Remember, most analysts don’t always make their involvement in deals visible to vendors, so you’ll need to use your Spidey senses.

And remember: It is surprising – not to mention unsettling – for sales executives to discover a third party embedded in a deal they are trying to close. When this occurs, AR leaders are responsible for persuading the executive not to attempt to inform an analyst that they are mistaken or to tell them to stop “interfering” (PS: it happens).

Tech vendors: Get in touch, and we’ll share our full guidance note.

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Destrier’s Analyst Relations team identifies and employs innovative strategies to reboot and enhance strategic marketing and AR programs. We empower internal teams to make a more substantial impact by adapting to the constantly evolving landscapes of technology and analyst influence.